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All Posts Tagged Tag: ‘My Practice’

Investment Executive | Defining top advisors

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Top 20% of advisors have four times the AUM of rest of sector. It might appear on the surface that not much has changed within the overall population of insurance advisors over the past year. However, this year, Investment Executive (IE) dug beneath the surface to get a better look at what separates top advisors from the rest of the pack …

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Advisor.ca | Create sustainable portfolios

When I chaired the investment committee for an endowment fund some years ago, I faced a conundrum that many investors struggle with today: dwindling yield. The fund, responsible for providing scholarships and bursaries, saw its purchasing power eroding because the portfolio was invested almost entirely in fixed-income securities. Faced with falling interest rates, the spending policy couldn’t adapt, even with …

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Investment Executive | Making sure you get client feedback

Having put pen to paper and presented your financial plan to your clients shouldn’t mean that is the end of the consultative process. You need to go the extra mile to make sure that you solicit feedback from your clients to ensure they are on board with your recommendations, says Joanne Ferguson, president, coach and consultant with Advisor Pathways Inc. …

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Investment Executive | Should You Give Alcohol As A Client Gift?

A gift of a bottle of wine or spirits can be a gracious way to say “thank you” to a client, says Joanne Blake, owner of Style for Success Inc. in Edmonton. But, Blake says, giving alcohol can also be “a bit of a minefield.” Many clients may  abstain for religious, health or cultural reasons. Giving a bottle to the …

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Advisor.ca | How Prospects Are Finding You

The case of Bevan Jones—fleeced by his own brother, Earl Jones—remains one of the most disturbing in Canadian financial history. It seems greed knows no bounds, so investors need to protect themselves from wolves in sheep’s clothing. In essence, it all comes down to due diligence and finding a good advisor, and many prospects follow helpful hints and tips when starting …

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Investment Executive | How to Spend Your Summer Vacation

Good advice, it can be said, is timeless. Confessions of an Advertising Man (Southbank Publishing, 190 pages, $21.95), written in 1963 by iconic ad man David Ogilvy, contains plenty of tips and guidance about business and life in general. Much of this book is as relevant today as it was when Ogilvy first banged it out on his Olivetti typewriter five decades …

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Advisor.ca | How to Create Your Brand

How would you describe yourself? Whatever your personal traits are, they’re the main reason clients deal with you. Yet advisors tend to define their value as the services they offer, rather than their experiences and expertise. Instead, use branding to communicate your personal values and skills to clients. For instance, you may love water sports and have special knowledge of …

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Investment Executive | That First Prospect Conversation

Four ways to turn an introduction into a lasting impression. When introduced to a prospect for the first time, the way you present yourself and your business could make the difference between forgettable small talk and a deep client relationship. Your initial conversation with a prospect creates a lasting impression, says Sylvia Garibaldi, a business-building coach with Toronto-based SG and …

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Advisor.ca | Do You Manage Too Many Products?

Do you know the number of products you manage? Many advisors don’t. Whenever I ask advisors how many positions they have, the answer’s usually, “I don’t know; a lot.” Our research finds the average advisor’s book has more than 400 individual positions. This number shocks most advisors. Often, the majority of their assets are with the top 50 names. On …

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Advisor.ca | 5 Risks to Retirement Income

In a recent speech at the Canadian Institute of Financial Planners annual conference in Ottawa, Peter Drake, vice president, Retirement and Economic Research, Fidelity Investments Canada ULC called attention to the new retirement realities facing Canada’s baby boomer generation and highlighted the importance of taking account of the five key risks to retirement income as part of the retirement planning …

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